Secrets from a car dealership

Popular Mechanics spoke with a veteran car salesman who shared his knowledge on selling cars, see what secrets he's spilling in this slideshow.

PHOTO: Wikimedia Commons: Helgi Halldorsson

2 of 21

Buying cars is different now than it has been

In earlier times car manufacturers could get away with building cars that were considered sub-par products compared to the automobiles of today.

PHOTO: Flickr Creative Commons: That Hartford Guy

3 of 21

Now car manufacturers have strict guidelines they must follow and the buyer is armed with more information available to them than ever before.

PHOTO: Flickr Creative Commons: Ray Bouknight

4 of 21

Make sure that you have a price in mind when you go car shopping

From Kelly Blue book to countless other car websites, you now have the opportunity to easily determine a fair price for the car that you want before you even step foot onto the car lot.

PHOTO: Flickr Creative Commons: emilio labrador

5 of 21

Have in mind what you want to pay for the car, and bring supporting information if you think it will be helpful. It's important to have your set price in mind so you can easily walk away if the dealership is not willing to negotiate to what you think is a fair price.

PHOTO: Flickr Creative Commons: brianteutsch

6 of 21

Ninety percent of people will tell the salesman they're "just looking"

The car salesman that was interviewed says that even he will use this phrase when he goes to look for cars.

PHOTO: Geograph.org: Richard Webb

7 of 21

It's less stressful to say that you're looking because there is a greater chance that the salesman will leave you alone (even if only for a short period of time). During this time you can inspect the car yourself and look for signs that show you wear and tear on the car such as bolts that have been cranked on, etc.

PHOTO: Flickr Creative Commons: brianteutsch

8 of 21

Ask the service department questions

The service department is on the front line for seeing which cars are coming back for service appointments.

PHOTO: Wikimedia Commons: Coolcaesar

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9 of 21

Ask them which cars are in the most often, and which cars they see the least, they'll be able to give you a good idea of the cars that have had troubles recently.

PHOTO: Wikimedia Commons: Mouleesha

10 of 21

Car dealers want to get you to finance through the dealership

The dealership will make the most money off you if you finance through them. Keep that in mind as you negotiate a price.

PHOTO: Wikimedia Commons: Mouleesha

11 of 21

By saying you'll be paying in cash, you're telling the salesman that he'll be making very little money off you. Withhold this information until you've agreed upon a price to pay for the car.

PHOTO: Pixabay: Brett_Hondow

12 of 21

Be realistic

It's unrealistic to think you can get a $35,000 car for $200 a month.

PHOTO: Wikimedia Commons: nakhon100

13 of 21

Be smart with your research, and go in looking for a deal, but one that is also within the realm of possibility.

PHOTO: Wikimedia Commons: Julian P Guffogg

14 of 21

Putting values on used-cars is hard

Kelley Blue Book and Edmunds tend to price used-cars higher than the dealership can pay for them.

PHOTO: Wikimedia Commons: Julian P Guffogg

15 of 21

Don't expect to get the highest value for your used-car. The dealership is still a business and needs to buy your car for something that they can make a profit off of.

PHOTO: Wikimedia Commons: Kelley Blue Book

16 of 21

How we make money

The salesman is going to get paid off of the amount that he gets for the car over invoice. Invoice is the price the dealership paid for the car from the manufacturer.

PHOTO: Flickr Creative Commons: Brian Robert Marshall

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17 of 21

If someone is paying less than invoice, the salesman will get a "mini deal" which is a flat payout from the dealership typically between $100 and $200. Most cars that are sold today are "mini deals."

PHOTO: brightlightsnow.com

18 of 21

Typically dollars are added to the price just to take it away

The dealership anticipates you negotiating, so typically dollars are added to the price you're being offered for the car because we know that you'll want to negotiate it off.

PHOTO: Flickr Creative Commons: reynermedia

19 of 21

It is very rare that anyone would ever not try and negotiate at least $1,000 off the price of the car. Even the sweetest elderly people will become hard negotiators when it comes time to talk price.

PHOTO: brightlightsnow.com

20 of 21

Clean your car if you want to trade it in

Four out of ever five cars that we take in on trade are dirty, not just on the outside but also on the inside.

PHOTO: Flickr Creative Commons: AutoNation

21 of 21

Remove trash from your glove box, don't leave cups in the cup holders, give the car a good clean before you bring it in. A clean car can have an affect on the trade-in value you'll be getting.

Popular Mechanics spoke with a veteran car salesman who shared his knowledge on selling cars, see what secrets he's spilling in this slideshow.

PHOTO: Wikimedia Commons: Helgi Halldorsson

Buying cars is different now than it has been

In earlier times car manufacturers could get away with building cars that were considered sub-par products compared to the automobiles of today.

PHOTO: Flickr Creative Commons: That Hartford Guy

Now car manufacturers have strict guidelines they must follow and the buyer is armed with more information available to them than ever before.

PHOTO: Flickr Creative Commons: Ray Bouknight

Make sure that you have a price in mind when you go car shopping

From Kelly Blue book to countless other car websites, you now have the opportunity to easily determine a fair price for the car that you want before you even step foot onto the car lot.

PHOTO: Flickr Creative Commons: emilio labrador

Have in mind what you want to pay for the car, and bring supporting information if you think it will be helpful. It's important to have your set price in mind so you can easily walk away if the dealership is not willing to negotiate to what you think is a fair price.

PHOTO: Flickr Creative Commons: brianteutsch

Ninety percent of people will tell the salesman they're "just looking"

The car salesman that was interviewed says that even he will use this phrase when he goes to look for cars.

PHOTO: Geograph.org: Richard Webb

It's less stressful to say that you're looking because there is a greater chance that the salesman will leave you alone (even if only for a short period of time). During this time you can inspect the car yourself and look for signs that show you wear and tear on the car such as bolts that have been cranked on, etc.

PHOTO: Flickr Creative Commons: brianteutsch

Ask the service department questions

The service department is on the front line for seeing which cars are coming back for service appointments.

PHOTO: Wikimedia Commons: Coolcaesar

Ask them which cars are in the most often, and which cars they see the least, they'll be able to give you a good idea of the cars that have had troubles recently.

PHOTO: Wikimedia Commons: Mouleesha

Car dealers want to get you to finance through the dealership

The dealership will make the most money off you if you finance through them. Keep that in mind as you negotiate a price.

PHOTO: Wikimedia Commons: Mouleesha

By saying you'll be paying in cash, you're telling the salesman that he'll be making very little money off you. Withhold this information until you've agreed upon a price to pay for the car.

PHOTO: Pixabay: Brett_Hondow

Be realistic

It's unrealistic to think you can get a $35,000 car for $200 a month.

PHOTO: Wikimedia Commons: nakhon100

Be smart with your research, and go in looking for a deal, but one that is also within the realm of possibility.

PHOTO: Wikimedia Commons: Julian P Guffogg

Putting values on used-cars is hard

Kelley Blue Book and Edmunds tend to price used-cars higher than the dealership can pay for them.

PHOTO: Wikimedia Commons: Julian P Guffogg

Don't expect to get the highest value for your used-car. The dealership is still a business and needs to buy your car for something that they can make a profit off of.

PHOTO: Wikimedia Commons: Kelley Blue Book

How we make money

The salesman is going to get paid off of the amount that he gets for the car over invoice. Invoice is the price the dealership paid for the car from the manufacturer.

PHOTO: Flickr Creative Commons: Brian Robert Marshall

If someone is paying less than invoice, the salesman will get a "mini deal" which is a flat payout from the dealership typically between $100 and $200. Most cars that are sold today are "mini deals."

PHOTO: brightlightsnow.com

Typically dollars are added to the price just to take it away

The dealership anticipates you negotiating, so typically dollars are added to the price you're being offered for the car because we know that you'll want to negotiate it off.

PHOTO: Flickr Creative Commons: reynermedia

It is very rare that anyone would ever not try and negotiate at least $1,000 off the price of the car. Even the sweetest elderly people will become hard negotiators when it comes time to talk price.

PHOTO: brightlightsnow.com

Clean your car if you want to trade it in

Four out of ever five cars that we take in on trade are dirty, not just on the outside but also on the inside.

PHOTO: Flickr Creative Commons: AutoNation

Remove trash from your glove box, don't leave cups in the cup holders, give the car a good clean before you bring it in. A clean car can have an affect on the trade-in value you'll be getting.

Popular Mechanics spoke with a veteran car salesman who shared his knowledge on selling cars, see what secrets he's spilling in this slideshow.

PHOTO: Wikimedia Commons: Helgi Halldorsson

Buying cars is different now than it has been

In earlier times car manufacturers could get away with building cars that were considered sub-par products compared to the automobiles of today.

PHOTO: Flickr Creative Commons: That Hartford Guy

Now car manufacturers have strict guidelines they must follow and the buyer is armed with more information available to them than ever before.

PHOTO: Flickr Creative Commons: Ray Bouknight

Make sure that you have a price in mind when you go car shopping

From Kelly Blue book to countless other car websites, you now have the opportunity to easily determine a fair price for the car that you want before you even step foot onto the car lot.

PHOTO: Flickr Creative Commons: emilio labrador

Have in mind what you want to pay for the car, and bring supporting information if you think it will be helpful. It's important to have your set price in mind so you can easily walk away if the dealership is not willing to negotiate to what you think is a fair price.

PHOTO: Flickr Creative Commons: brianteutsch

Ninety percent of people will tell the salesman they're "just looking"

The car salesman that was interviewed says that even he will use this phrase when he goes to look for cars.

PHOTO: Geograph.org: Richard Webb

It's less stressful to say that you're looking because there is a greater chance that the salesman will leave you alone (even if only for a short period of time). During this time you can inspect the car yourself and look for signs that show you wear and tear on the car such as bolts that have been cranked on, etc.

PHOTO: Flickr Creative Commons: brianteutsch

Ask the service department questions

The service department is on the front line for seeing which cars are coming back for service appointments.

PHOTO: Wikimedia Commons: Coolcaesar

Ask them which cars are in the most often, and which cars they see the least, they'll be able to give you a good idea of the cars that have had troubles recently.

PHOTO: Wikimedia Commons: Mouleesha

Car dealers want to get you to finance through the dealership

The dealership will make the most money off you if you finance through them. Keep that in mind as you negotiate a price.

PHOTO: Wikimedia Commons: Mouleesha

By saying you'll be paying in cash, you're telling the salesman that he'll be making very little money off you. Withhold this information until you've agreed upon a price to pay for the car.

PHOTO: Pixabay: Brett_Hondow

Be realistic

It's unrealistic to think you can get a $35,000 car for $200 a month.

PHOTO: Wikimedia Commons: nakhon100

Be smart with your research, and go in looking for a deal, but one that is also within the realm of possibility.

PHOTO: Wikimedia Commons: Julian P Guffogg

Putting values on used-cars is hard

Kelley Blue Book and Edmunds tend to price used-cars higher than the dealership can pay for them.

PHOTO: Wikimedia Commons: Julian P Guffogg

Don't expect to get the highest value for your used-car. The dealership is still a business and needs to buy your car for something that they can make a profit off of.

PHOTO: Wikimedia Commons: Kelley Blue Book

How we make money

The salesman is going to get paid off of the amount that he gets for the car over invoice. Invoice is the price the dealership paid for the car from the manufacturer.

PHOTO: Flickr Creative Commons: Brian Robert Marshall

If someone is paying less than invoice, the salesman will get a "mini deal" which is a flat payout from the dealership typically between $100 and $200. Most cars that are sold today are "mini deals."

PHOTO: brightlightsnow.com

Typically dollars are added to the price just to take it away

The dealership anticipates you negotiating, so typically dollars are added to the price you're being offered for the car because we know that you'll want to negotiate it off.

PHOTO: Flickr Creative Commons: reynermedia

It is very rare that anyone would ever not try and negotiate at least $1,000 off the price of the car. Even the sweetest elderly people will become hard negotiators when it comes time to talk price.

PHOTO: brightlightsnow.com

Clean your car if you want to trade it in

Four out of ever five cars that we take in on trade are dirty, not just on the outside but also on the inside.

PHOTO: Flickr Creative Commons: AutoNation

Remove trash from your glove box, don't leave cups in the cup holders, give the car a good clean before you bring it in. A clean car can have an affect on the trade-in value you'll be getting.

PHOTO: Flickr Creative Commons: AutoNation

Secrets from a car dealership

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Updated: 12:14 PM EST Jan 4, 2017

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Popular Mechanics spoke with a veteran car salesman who shared his knowledge on selling cars, see what secrets he's spilling in this slideshow.